Revenue Operations (RevOps) at Cogent Security in San Francisco, CA

Job Description

About Cogent Security

Cogent is redefining vulnerability management with an AI-native platform that helps security teams cut through the noise and fix what matters. We're backed by top-tier investors, growing rapidly, and building the go-to-market engine to match.

About the Role

Cogent is a premier early-stage AI startup, and we've built one of the most differentiated GTM motions in cybersecurity. The growth function runs on an in-house AI operating system: a rich data layer and multi-agent platform that handles revenue marketing, sales ops, field logistics, and pipeline operations. Two people doing the output of ten. This role joins a small team reshaping how a security company goes to market.

RevOps is the analytical engine of the GTM team. Every decision we make is rooted in data: how the funnel converts at each stage, by source, by rep, on what time frame. You'll diagnose where the funnel breaks, redesign the processes to fix it, and partner with sales leadership on the follow-through. The dashboards and agents already exist. We need someone who can interpret what they're showing and turn the so what into outcomes.

This is the right role if you came up in investment banking, consulting, or strategy and moved into a tech GTM function. You don't need to know cyber. You do need advanced analytical skills, because every decision at Cogent is rooted in data. That's my background too. I built quant-rooted GTM strategies at prior companies that drove very fast growth, and I want to hire someone who brings the same lens.

What You'll Do

Pipeline and deal operations

• Right hand to the Head of Growth across the operating rhythm: pod calls, forecast calls, pipe jams. Surface what needs action and shepherd it through to follow-through

• Pipeline hygiene: define when opportunities should be created versus when accounts belong on a target list, design the staging discipline, and keep the pipeline data trustworthy

• Conversion analysis across the full funnel: how things convert at each stage, on what time frame, by source, by rep. Diagnose where deals stall, classify why, and partner with sales leadership on improving the rates

• Maintain target account lists per rep per territory and translate the ICP into targeting reps and partners can actually use

• Weekly closed-loss and DQ analysis. Look for DQ'd pipeline worth reactivating when product or market conditions change

Forecasting and revenue planning

• Run forecast operations so the forecast call becomes a decision-making tool, not a status update. Track actuals against targets and surface risk early

• Use deal scoring signals to prioritize where leadership spends time and which deals need intervention

• Capacity planning as the team scales: rep productivity, POV prioritization, territory balancing, and resource allocation

Sales process and enablement

• Per-rep performance analysis: deal velocity, conversion rates, activity patterns, win/loss trends. Surface what works and help close the gap

• Design the sales process alongside sales leadership: opportunity criteria, stage gating, required fields, DQ reasons that feed back to product

• Help close the enablement gap. Tools and automation exist but reps don't always use them. Make the right behavior the easy one

Special projects

• Partner strategy: spiff programs, channel investment decisions, and working with the Director of Strategic Partnerships on where to double down based on performance data

• Build business cases for new GTM motions: risk assessments, no-POV deals, expansion plays

• Every week looks a little different. The role flexes with what the business needs

What We're Looking For

• 3-6 years in revenue operations, sales operations, strategy, or GTM operations at a B2B SaaS company. Cybersecurity experience is not a requirement

• Banking or consulting background that pivoted into tech GTM is highly preferred. You need to be extremely quantitative and analytical: comfortable analyzing data and presenting insights to leadership

• You look at data and know what to do next, not just what it says

• Deep CRM expertise (HubSpot or Salesforce) and an understanding of how to design processes reps will actually follow

• You get that rev ops is a change management job as much as it is an analytics job

• Comfortable with ambiguity. Every week looks different, and you're the kind of person who sees a problem and figures it out without needing a playbook

• AI-native. You've used AI agents or automation tools in your work and you're comfortable interpreting outputs from multi-agent systems

• Startup mentality. Restructuring the spiff program in the morning and running the forecast call in the afternoon is a normal day.